If you’ve been in retail sales at all, you’ve had an experience selling to a difficult customer. It’s like this…
You’re going along in a sale and somehow, somewhere a light bulb goes off and you realize you just aren’t clicking with your customer.
They’re difficult. Continue reading Selling Tip: How To Sell To Difficult Customers »
OK, I’ll admit it. I hate to wait for my food, my purchase, my friends, or the phone to ring. I want it to happen now, not later.
Could be my Driver personality.
Could be I had to wait as a kid.
Could be I am just full of myself at times.
Doesn’t matter.
Today I’m talking about how we Continue reading I Hate Patience – Especially In Marketing! »
As the economy has gotten stronger, I’ve been called on to share the Bob Phibbs Experience with more retailers, service providers and luxury brands with average tickets in the thousands.
Why is that?
Because many were frustrated with the “old school” selling about manipulation and maneuvers. Continue reading Retail Consultant Tip: What’s a Customer’s Buying Cycle? »
Maybe I’m spoiled…
When I lived in Long Beach, there was a garden center called Park. You could walk in there and six or seven people were behind the register, approaching, to the side, or in front of the counter.
And when they saw you, they came over to see what /how they could help you. They then took you to what you needed. They suggested alternatives. They always asked while ringing up the sale, “And the planting mix for that?” and offered plastic for the car so the dirt and water from the pots wouldn’t ruin your trunk or seats.
It was a great experience.
It was busy, fully stocked and wait times were short. I spent thousands creating my dream gardens. They were so busy they were purchased by Armstrong garden centers who kept that tradition alive.
Now I live in upstate NY… Continue reading Is Your Nursery Garden Center Doomed? »
It’s the end of September and all eyes are looking towards holiday sales numbers. Will they be too little? Too late? Or just right?
I’ve researched the media going back over ten years and one thing is for certain:
When you read a newspaper, retail holiday sales will suck.
When you turn on the TV, retail holiday sales will suck.
When you read a magazine, retail holiday sales will suck.
How do I know that’s what you’ll see, hear, or read?
Because the evidence shows a pattern to these stories which appear each year.
It doesn’t matter if it was holiday 2002 – the year after 9/11.
Or holiday 2007, the height of the real estate boom.
Or just last year, the messages are all the same: retailers will be getting coal for Christmas. Even when 10 out of those 11 years sales actually increased.
That’s right. Increased… Continue reading Retail Holiday Sales Predictions 2010 »
